Advisor Relations, Sr. Director - US Remote

Req ID: 370271 

 

NTT DATA strives to hire exceptional, innovative and passionate individuals who want to grow with us. If you want to be part of an inclusive, adaptable, and forward-thinking organization, apply now.

 

We are currently seeking an Advisor Relations, Sr. Director to join our team. This role will work remotely from your home office located within the US with travel required as necessary (approximately 30-40%).

 

This role is responsible for building and managing relationships with third-party advisors and other influencers by leading in the creation, development and qualification of the outsourcing deal pipeline. Focus on business development with key sourcing advisors and their firms to drive relationship development in the long-term and maximize sales opportunities in the short/mid-term. Facilitate strong performance of the NTT DATA bid team through effective advisory backchannel during the entire pursuit lifecycle. Also, periodically must be able to assist and lead in the development of strategy and assessments, pursuit management, project plans, vendor selections, financial modeling, contract creation, contract negotiations, governance activities specifically related to application development and maintenance services and post selection implementation, management and administrative actions.

 

Job Responsibilities Include:

• Develop and execute a regional advisor influence program that effectively positions NTT DATA capabilities with the advisory firms, facilitates deal invites, and tracks successful closures; Gather early market intelligence of sourcing transactions coming to market, work closely with the appropriate sales leadership to create a pre-pipeline plan to position NTT DATA with the potential client.
• Understand NTT DATA's services portfolio and effectively facilitate communication of NTT DATA's value proposition and differentiators to sourcing advisors and outsourcing law firms; Conduct briefings, facilitate invitations between key advisory personnel and the appropriate NTT DATA leaders; Establish back-channel with the right person(s) in the advisory firm to ensure NTT DATA's pursuit team receives coaching during an advised pursuit.
• Create a sustainable pipeline of well-qualified new business outsourcing opportunities; Train the pursuit team on the advisory firm's sourcing process and coach them on how to maximize performance on client-facing interactions (e.g., ISG's CAS sessions).
• Work closely with NTT DATA's pursuit team to help shape bid responses for advised deals; Work with NTT DATA executive leadership and business unit personnel to identify opportunities to introduce advisors to clients and prospects.
• Identify and facilitate advisor collaboration opportunities to drive additional interactions with advisors. Will assist business units and account teams in determining which firms to direct opportunities to based on scope, reciprocal business opportunities, etc. Lead/participate in marketing/hospitality events with advisors.
• Identify and create the business case to purchase advisor products and services, as appropriate; Leverage analysis tools to identify key engagements facing renewal in order to begin influencing the rebid decision process; Support relationship building activities with key vendor partners and alliance members, as needed.

 

Basic Qualifications:

• Minimum of 10 years of related experience. Extensive knowledge of the IT outsourcing market - North America (Global experience is a plus, but not essential). Established relationships with key local executives at leading sourcing advisory and legal firms including but not limited to ISG, Avasant, Wavestone, West Monroe Partners, KPMG, EY, PwC, Alix Partners, and Kearney.
• Business development and sales experience including prospecting, lead qualification, proposal writing, sales calls and sales support.
• Requires a Bachelor's degree or equivalent combination of experience and education.

 

Preferred Skills:

• MBA/MS or other advance degree(s) desirable, but not essential.
• Prior experience in sourcing consulting with a large strategy/IT sourcing advisor, or prior experience working as a senior influencer relationship manager in a large global IT services company, is highly desirable.
• Delivery management experience, including managing teams at all project phases, succe